1. CONSOLIDATE AND STANDARDIZE 2. STREAMLINE PROCESSES TOREDUCE NON-CORE WORK 3. COMMUNICATE CONSISTENTLY

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6. LEVERAGE ANALYTICS

THE SALES AND FULFILLMENT(S&F) SERIES

4. CREATE A DEDICATEDSUPPORT TEAM 5. INVEST IN TECHNOLOGY AND TOOLS

6 ways to drive aneffective channelincentive program

Enhancing sales efficiency is the top priority for every enterprise and one of the best ways to motivate the sales force is through efficient channel incentive programs. Here are 6 ways

to ensure that these programs are well-timed and well-managed.

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Start by bucketing channel management activities like research,

design and launch into decision-, action-, and data-oriented categories

A dedicated channel incentive team can provide proactive and reactive support by directly engaging with partners, communicating with the right stakeholders, and increasing

awareness about programs and events

Technology solutions help automate activities in areas like calculations, issue resolutions, and reporting.

For example, a knowledge bank along with a self-service portal can optimize

query management

Use analytics to better understand products, programs and market needs

– this will help speed up decision making and program deployment

Out source processes like program training so sales teams won’t dilute their focus on their core activity –

product sales

Channel partners need to be informed about events, promotions, product

catalog changes, and payment delays in a timely and consistent manner